Enhancing Sales Operations’ Role as the Sales Force’s Change Agent

26 May 2016

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Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes becomes challenging in the context of sales ops’ many tactical responsibilities, like reporting, territory alignment, or compensation administration.

In this web panel a group of sales operations experts reviewed how high performing firms organize sales operations to support effective change in the sales force. Specific topics included:

  • Balancing strategic and tactical demands on sales operations.
  • Sales operations staffing approaches.
  • Structuring sales operations for maximum agility.
  • Planning process that help optimize sales ops’ effectiveness.
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